Asking questions in the sales process is a key part of my sales training.

Asking effective questions in only half the equation when it comes to making sales. The other half is bridging before and between questions with softening statements.

As you read the list of questions below, do your best to answer them and note how you feel after you do.

How much thought have you given to the questions you ask your prospects?

What if I told you that, by improving the questions you ask, you could close more sales? How much time would you spend crafting questions for your next sales encounter?

What questions have worked for you in the past?

What results have you gotten in the past when you asked those questions?

What, if anything, gets in the way of using them today?

What are some questions that you think you can use going forward that can take your sales to the next level…?

Now let’s look at these same questions, but this time I’ve added softening statements (in italics). Consider each question and again, at the end, make note of how you feel. Years ago, a client dubbed this technique “Deb’s Secret Sauce”.

I was wondering, How much thought have you given to the questions you ask your prospects? The reason I ask is that most people I work with don’t usually prepare questions ahead of a sales call, but you may be the exception…

What if I told you that, by improving the questions you ask, you could close more sales? Now, let me qualify that by saying that on average, 2 sales out of 10 appointments, is a good close ratio. I’m talking about closing 3 out of 10, effectively increasing your business by 50%? How much time would you spend crafting questions for your next sales encounter?

Right. It pays to put some effort into the questions that you ask. So, let’s start by looking at what questions have worked for you in the past? Let’s make a list.

Good. Now, what results have you gotten in the past when you used those questions?

Sounds like they worked. What, if anything, gets in the way of using them today?

Don’t feel bad. Most sale people I talk with tell me that no matter how well something works, they sometimes stop doing it. So, tell me, what is keeping you from using what you know works?

That makes perfect sense. Sounds like resurrecting some of the questions that have worked for you may not be enough. We should also look at other questions that can improve your sales conversations. So, tell me, what are some questions that you can use going forward that you think can take your sales to the next level…?

The difference is tangible.

Want to learn this and other powerful selling strategies in a no-nonsense forum with like-minded people? Consider attending my Group Sales Coaching meetings. It’s a place where you can get feedback to refine your sales approach to help you grow your business. (First month is free.)